Are You Working in a Performance Based Culture?

Or in a culture that rewards based on popularity or some other subjective measures?

I’ve had several vastly different experiences in organizations that preached “we are building a Performance Based Culture (PBC)” and generally I don’t think there’s any confusion or lack of understanding about what it is. The problem, and where I’ve seen it break down, is a poor execution by 1) not putting in place the key ingredients to enable employees to truly understand how their actions will be measured and rewarded and 2) inconsistent and subjective evaluations by leadership. This last point is the cultural kiss of death for having employees believe that true performance will be rewarded. Just because you are told you work in a PBC by a C-level executive doesn’t mean you do. So for startups, why is an explicit transition and focus on building a real PBC important?

Most successful startups go through a few phases of growth that inevitably leads to varying degrees of erosion of the talent level as the team grows, particularly if the team grows quickly and can’t hire staff fast enough. At the early stages, the right way to hire is to be ruthless about hiring only the best – test everyone extensively in specific skills, intellect, skills flexibility and cultural fit. Individual performance metrics are less important as everyone is hunkered down to build the product and achieve product/market fit. And, everyone on the team in the early days has to be a star, their work is too important and is seen and experienced daily by everyone else. An explicit focus on PBC is not necessary, it simply already exists. However, over time the organization passes through two important phases that require changes in leadership both of the business and of people.

Rapid scale in employees. For hyper-growth companies at roughly 20-25 employees (and urgently going to 50 or more), it becomes impossible for the “entire team” to interview every candidate and hiring velocity becomes a gating factor to progress. Thus compromises tend to be made, B & C level talent sneaks in and because the company is growing so fast, its requires a heroic effort to instill a culture of “firing fast” for mediocre performance. The result, you end up with some “hangers-on” employees that are not horrible at what they do, but they certainly are not leaders and innovators that will propel the company forward.

Different skills required to scale the business – particularly on the leadership team. In the best run organizations, this is the time that a more disciplined approach to managing the business takes hold – putting processes in place, tracking and reporting on metrics that drive success, and explicitly preaching and building a Performance Based Culture (PBC) for evaluating and rewarding employees.

So what’s the big deal, seems easy enough right? I think much of it IS easy – determining organizational goals, defining the desired behaviors, creating individual goals – takes work but not an overwhelming challenge. The hard part is constantly communicating and coaching employees, supporting their achievement of individual goals, eliminating fear and making reward, hiring and firing decisions that are absolutely consistent with the preaching and the promise, decisions must be objective. Leadership can’t on the one hand preach rewards and advancement based on objective performance and then exhibit subjective, special treatment or “inner circle” mentality based on a popularity contest. Everyone will see it, eyes will roll and faith in any sort of real PBC will be lost.

Bottom line, if you are a leader in a startup that is growing rapidly and in need of a more explicit focus on performance management, here’s an oversimplified formula that’s worked for me:

Be clear about what drives success for the business, then create a handful of metrics, measure them, share them, post them – make sure everyone has clarity if we do x, then we achieve y.

With success metrics clear, ensure everyone has actionable individual goals that tie directly to the organizational metrics. This can be tricky for non-executives. Every individual goal should roll up into the organizational metrics, directly or indirectly (Some goals should reinforce desired behaviors, not just quantified metrics).

Provide frequent feedback, encourage dialogue and make course corrections. This should be an ongoing topic of discussion every week as part of a broader check in with direct reports, especially in the early days of implementation.

Be timely. Don’t let half the quarter expire before individual goals are in place. It shows a lack of commitment. How can evaluations be objective if goals are undefined for half the period?

And most important, lead by example, evaluate your staff objectively. No inner circles, no boys/girls club, no rewarding big talkers, no overly subjective evaluations. Even with the best intentions this can go awry simply because you may not have a full view of your employee’s performance if they work closely with others. Important to actively seek out performance feedback from those with the best understanding of performance. Put in the effort to get it right, you may be fooled by a lack of information on someone’s performance, but everyone else in the organization won’t be.

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About RobI'm passionate about building businesses and have been doing so for 15 years. There's a few successes over the years in online community, transforming how cars are sold and pricing innovation for retail. Currently, I'm building a business helping companies manage their shipping and supply chain. I've made plenty of mistakes along the way but hopefully have learned from most of them. I am an avid angel investor, cyclist, Ironman, husband, father of 2 and traveler living in Austin, TX. More detail about my professional experience can be found on LinkedIn. You can also follow me on Facebook, Twitter, or pitch me for investment on AngelList.